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How Trump defeated Clinton using analytics

Rob Enderle | Nov. 14, 2016
Columnist Rob Enderle writes that by following the three rules of analytics Trump won the election.

What was both fascinating and sad for me watching the election results on Tuesday was how badly the news services predicted the outcome. Virtually every one had predicted a Clinton victory, which likely contributed to her loss, most wanted her to win, and virtually every one was wrong. The analytics run by the Clinton camp largely seemed to drive her to an anti-Trump message and misspend what was a vastly larger budget than Trump had. Meanwhile, Trump used analytics at the end to both better position his limited budget, time and message -- and won.

The irony here is during the last two elections Obama outperformed his Republican rivals using analytics and Trump, who largely ran despite his party, seemed to learn that lesson better than Clinton did.

This points to the biggest problem with those who use analytics, assuring the data source.

Let me take you through what happened and I’ll end with the three rules of analytics.  

The known problems with the data source

Going into this election we knew that there had been a major shift in how people communicated. Particularly with the growing power class of millennials. They had largely switched to mobile phone use and away from landlines and, due to caller ID, were more likely not to answer even if they were called on their mobile phone. In fact, a massive number of folks likely had this ability to dodge calls creating a huge potential gap in the sampling methodology, which should have significantly increased the confidence intervals. Rather than plus or minus 4 percent or 5 percent these things could have had ranges of 15 percent or more.  

As the campaigns matured Trump supporters were vilified by the media and the Clinton camp, and at one point she called them deplorable. This was not a wise strategy because instead of forcing them to switch sides it apparently fueled their feelings of being attacked and cheated and that drove them to the polls in impressive numbers. But the bigger problem for analysts is it made them not want to respond, or if they did respond, not respond truthfully. This introduced massive pro-Clinton bias and should have invalidated the related studies.

As an analyst, a big part of the job is identifying and mitigating bias otherwise you are driving the people who pay you to make bad decisions and, given the outcome, that would seem to be the case here.

Trump’s advantage

Unlike Clinton, however, Trump’s folks rightly identified both issues and they used a little-known analytics company called Cambridge Analytica, and another as yet undisclosed company focused on Hispanics, who came up with a very different methodology. Ten days before the election a small team rewrote the sampling methodology to eliminate both the bias and the get to the potential voters that more traditional methods were missing. This allowed them to better advise their client where to go and how to spend his limited funds.

 

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